What Lies Beneath the Iceberg Tip
THE urban negotiation myth is the story of two sisters who are arguing over the distribution of one orange. Both want the fruit. They spend a lot of time and energy on exchanging arguments who should get it. In the end, they fail to find the most efficient resolution of their problem. They end up cutting the orange in half. As it later turns out, one sister wanted to make orange juice, and the other needed the peel of the orange to add flavor to a cake she was baking. Under these circumstances, satisfying the needs of one sister did not exclude or even limit the satisfaction of the needs of the other. What was the problem then? They both stayed locked in their positions and all their energy was directed ...
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